10/10 GTM

Alli Sitkiewicz, the SVP of Sales at Built In, shares her journey from journalism to a thriving sales career. She emphasizes the significance of controlling what you can in both personal and professional realms. Alli dives into strategies for investing in top performers and enhancing team effectiveness through structured practices and clear communication. She discusses the challenges of transitioning into leadership and the value of nurturing a supportive, predictable work environment that boosts performance and collaboration.

Our guest for Episode 50 is Andrew Johnston, Head of Sales at Superhuman. Before joining Superhuman, he held leadership roles at companies like Scale AI and Twilio. With over a decade of experience, Andrew brings valuable insights and expertise to the conversation.  In this episode, Ross and Andrew discuss strategies for moving upmarket, fostering creativity in sales, and building a culture of trust and transparency. 

Asad Zaman, CEO at Sales Talent Agency and founding member of Pavilion, shares his transformative journey from student to CEO. He emphasizes the critical need for hard work and strategic selling. The conversation explores the evolving landscape of sales hiring, balancing experience and potential. Asad also discusses the concept of product market fit as a dynamic process rather than a static goal. Lastly, he offers insights on intentional career planning, urging listeners to evaluate job offers with a clear understanding of their personal ambitions.

Stevie Case, CRO at Vanta, boasts a diverse background with over 20 years in sales leadership, including roles at Twilio and Visa, and a history as a professional gamer. She shares her unique insights on transitioning from competitive gaming to sales, highlighting how those skills translate to operational excellence. The conversation covers establishing a culture of problem solvers, nurturing a data-driven learning environment, and balancing accountability with openness in leadership. Stevie emphasizes the importance of empathy and genuine relationships in advancing sales careers.

Explore the transformative shift towards value selling in today’s SaaS landscape. Discover how businesses are prioritizing ROI and strategic goal alignment over mere product features. Learn about innovative coaching techniques that elevate sales processes, and the role of authentic customer stories in refining sales strategies. Delve into the importance of a growth mindset within sales teams, and the necessity of clear accountability in field sales. Uncover practical frameworks for remote selling and the value of ongoing learning in driving success.

Our guest for Episode 46 is Niki Phillips, Senior Director of Sales at Hootsuite. She brings more than a decade of sales experience to the conversation. In this episode, Ross and Niki discuss why setting clear expectations, communicating on progress, and fostering an entrepreneurial culture are key strategies for driving execution excellence.

Our guest for Episode 45 is Kevin McIntyre, CRO at Dealfront. In this episode, Ross and Kevin discuss fostering a culture of communication and transparency, building solid management systems, and defining and strengthening go-to-market motions for lasting success in the B2B SaaS landscape.

Our guest for Episode 44 is Marina Golemis, SVP of North America Sales at ShipBob. Marina is a seasoned sales leader with over 15 years of experience.   In this episode, Ross and Marina discuss the importance of shaking things up, being strategic about the ‘get it done’ attitude, and delighting in what you don’t know.

Our guest for Episode 43 is Diana Kimball Berlin, Partner at Matrix. For over three years, Diana has been collaborating with former founders and company builders to lead Series A investments. With extensive experience as a board member, investor, and former VP of product, she brings a wealth of knowledge to the conversation.  In this episode, Ross and Diana discuss how to partner with product teams, present to executives, and impress VCs as a first-time leader. 

Chris Calkin, VP of Revenue at Census, shares insights from over a decade in sales leadership. He emphasizes the vital role of inputs, outputs, and desired outcomes in effective team dynamics. Calkin discusses the importance of accountability, setting clear go-live dates, and fostering a proactive sales culture. He also highlights strategies for aligning sales efforts with customer motivations and the need for diverse talent in high-growth environments. The conversation dives deep into building a consistent and accountable sales team culture.